Darden University of Virginia (USA)
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ZS Associates: Sales Force Sizing
Spekman, Robert E.; Kumar, Sameer; Kalla, AryaCase DARDEN-M-0745-EMarketingThis case describes a consulting firm that is assisting a pharmaceutical company as it faces a strategic question regarding how to determine the size of its sales force. An Excel file containing two of the case exhibits is included and is available by contacting sales@dardenbusinesspublishing.com. A related Technical Note entitled "A Note on Sizing the Sales Force" (UVA-M-0746) is available that describes several approaches one could employ to si...Starting at €8.20
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Managing Virtual Teams (A)
West, June A.; Kalla, Arya; Kumar, SameerCase DARDEN-BC-0210-EKnowledge and CommunicationKarl Henderson was a senior manager at Metrionic Systems, a Santa Clara, California-based provider of networking solutions. During his time there, he had worked on and managed various cross-functional teams. When he was given the opportunity to manage a team that was spread across five continents, Henderson was confident that with a little groundwork, he could manage perfectly and deliver on time as he had always done. Due to a recent increase in...Starting at €8.20
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Moral Voice: Talking About Ethics at Work
Harris, Jared; Hess, MeganTechnical Note DARDEN-E-0411-EBusiness Ethics and Corporate Social ResponsibilityThere are a number of reasons that individuals find it challenging to engage in discussion about ethics and values in the workplace environment, yet engagement regarding values is critically important for organizations. Effective organizations talk about and enact their values. This note discusses some of the key barriers to exercising “moral voice” in the workplace environment and offers suggestions for individuals and managers regarding how to ...Starting at €8.20
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GE Appliances: Reshoring Manufacturing - Business Strategy - Teaching Note
Blankenship Jr., Charles P.Teaching Note DARDEN-S-0331TN1-EStrategyTeaching Note for product S-0331Starting at €0.00
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Appliances for Sale!—Business Strategy - Teaching Note
Blankenship Jr., Charles P.; Rowley, Daniel A.Teaching Note DARDEN-S-0344TN2-EStrategyTeaching Note for product S-0344Starting at €0.00
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GE Appliances: Reshoring Manufacturing - New Product Introduction Analysis - Teaching Note
Blankenship Jr., Charles P.Teaching Note DARDEN-S-0331TN2-EStrategyTeaching Note for product S-0331Starting at €0.00
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GE Appliances: Reshoring Manufacturing - Supply Chain Management and Industrial Engineering Analysis - Teaching Note
Blankenship Jr., Charles P.Teaching Note DARDEN-S-0331TN3-EStrategyTeaching Note for product S-0331Starting at €0.00
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Appliances for Sale!—Legal Analysis - Teaching Note
Blankenship Jr., Charles P.; Rowley, Daniel A.Teaching Note DARDEN-S-0344TN1-EStrategyTeaching Note for product S-0344Starting at €0.00
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Resilience in Business
Hernandez, Morela; Goldberg, Rebecca; Hess, MeganCase DARDEN-OB-1080-ELeadership and People ManagementWhat is resilience, and how is a company’s resilience measured? Scholars define organizational resilience as the ability to not only survive a hardship, but also to emerge stronger and better prepared to face new challenges in the future. All businesses experience adversity, but relatively few are able to transform these experiences into a catalyst for growth. Members of resilient organizations are also hopeful and confident in their abilities t...Starting at €8.20
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A Note on Sizing the Sales Force
Spekman, Robert E.; Kumar, Sameer; Kalla, AryaTechnical Note DARDEN-M-0746-EMarketingThis note describes several approaches one could employ to size a sales force. It addresses the advantages of each approach as well as the weaknesses. The case entitled "Z Associates: Sizing the Sales Force" (UVA-M-0745) provides a real-world example of one company's attempt to select the correct approach, and includes a supplemental Excel file for students.Starting at €8.20